What’s your #1 goal, that involves other people? A payrise, promotion, new job, new customer…
Well, this Tip is a proven way to help you nail it.
I love it.
Here goes…
To succeed, you need others to share your enthusiasm about it.
But the traditional approach – talking enthusiastically, and hoping others join in – rarely works. They just don’t care as much as you do.
Instead, to build their enthusiasm, use the 3Ps:
- Priority
- Proof
- Passion
In more detail…
#1 Priority
- This follows The Golden Rule of Engagement: ‘find what the other person’s interested in – and then talk about that’
- So, start with their #1 priority. What’s important to them
- For example, if you’re talking to someone whose #1 priority is to free-up time, you could start by saying “You know how you need to free-up time? Well, I’ve got something that will help with that”
- They’re already engaged – because you’re talking about what matters to them
#2 Proof
- Now, prove that your goal/topic will help them achieve their #1 priority
- Example: if you want them excited about your new strategy, link it to how it’ll help them achieve their priority of saving time
- Maybe this: “I’ve devised a new way of working, which will free-up lots of time for you – maybe as much as a half-day every week”
- Now they’re really listening! They’ll reply ‘What is it?’ … which I hear as ‘I’m excited to hear about your topic’
- And we can now explain our new strategy to them, continually emphasising how it’ll help them save time
#3 Passion
- Deliver all this with passion. After all, if we care about it, they might. If we don’t, they definitely won’t
- Passionately talk about it. Passionately ask questions. Passionately respond to their questions
- We want the right amount of passion. Not over-the-top and irritating. But not under-the-top and passion-free
Does it work? Well, my three top paragraphs used these 3Ps…
Action Point
Find the #1 thing you need others to be more enthusiastic about. And use the 3Ps, to inspire, impress and influence them.
(The ‘P’ that most people omit is the first one – starting with their ‘priority’. But if we don’t start with what they care about, why should they listen to what we care about?)